The Pitch : Keep it REAL.
I think it’ll be sort of fun to get inspired for blog posts as I go for round 2 with my second baby, ROCKAWAY. Maybe draw some comparisons to Owney’s (or not)…
Monday January 4, 2021 – the first business day of the new year – I kicked off Rockaway retail distribution in NYC (keep an eye out! hopefully in a store near you locals soon). Very exciting stuff. But, I hadn’t been in sales pitch mode in a while, so I was a (good type) of ‘am-i-too-rusty’ anxious in anticipation of ‘presenting’ to the sales team…
Why do I put presenting in quotes? Eh, cause I’m not the formal presentation, powerpoint, slides, floating images type… shocking, I know. I think the most important part of pitching your idea, company, product, etc at this stage of the game is just KEEPING IT REAL. Just communicate in an authentic, transparent, and relatable way. Whomever you’re talking to is a real person and it’s ideal you CONNECT to them as another real life person. I think the most powerful way connect to another human is through FEELING. Make them feel good by the time you walk out of the room. They will remember a feeling way more than any factoid you babbled about during your spiel. That feeling ideally translates to remembering you (the pitcher) and eventually the thing you’re selling – and through the transitive property of logic (ha!) : you introducing the thing your selling —> feeling —> you —> thing your selling —> sale.
First up : tell the truth. That simple. If your product is gimmicky, own that its gimmicky. If it’s super niche and esoteric and precious, own that too. Don’t hide, don’t cover things up. Own your shit. Be proud of it.
Secondly : be excited! Bring that fire. In start up world you should be inherently passionate about what you are doing (if you’re not, run away fast. it’s way too hard and definitely not worth it if you aren’t bursty pumped!) -- therefore just being your authentic self during a pitch should elicit a feeling. Don’t ‘TRY’ too hard. Don’t force fake positivity and energy. People see through that and you look like a used car salesman. Don’t focus too much on getting every little fact in during the presentation. Customers, sales guys, clients, investors, etc can always go back to the deck, brochure, site, marketing materials, plans, and diligence or refer to the facts on their own time.
Thirdly : Ask the audience what they think, how you can make their jobs/lives easier (maybe even offer a suggestion – would xyz help?) + LISTEN. Genuinely listen to comments, feedback, suggestions. Actively listen. It’s easier said than done. Pay attention to what your audience is saying and think about it before you respond. Guess what? It shows you actually give a shit about the people you are asking to do something for you. Digest the information and then take action which will ultimately HELP them do their job and (transitive property here again, ha) benefit your goals. There is some humility involved here, learn to balance it with confidence/ego.
The power of 3. See what I did there? Keep your factoid babble to 3 main concise points. There is science to say that’s what the human mind is going to retain in the aftermath. Synthesize all of the awesomeness that is what you want sold into 3 emphatic bullet points that are easy to swallow. (for example (you can manipulate these many times over) -- when raising money: problem. solution. value. // when selling a product or service : story. market. white space position.) KISS.
PS *pro tip* SMILE. Maybe even get real wild and LAUGH. Make a joke. Make fun of yourself. No matter what it is you’re presenting, I’ll bet it’s NOT THAT SERIOUS.
